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The Role of Sales Managers and Salespeople in a Marketing Information System
13 references·7 citing·34 second hop
The Role of Sales Managers and Salespeople in a Marketing Information System (2013)The Role of Sales Managers and Salespeopl…Evaluation of Selling Performance: A Study of Current Practices (2013)Evaluation of Selling Perform…Marketing management: analysis. planning. implementation and control (2000)Marketing management: analysi…The Bases of Social Power (1986)The Bases of Social PowerThe Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…A Review of Expectancy Theory Research in Selling (1982)A Review of Expectancy Theory…Incorporating Information from Salespeople into the Marketing Planning Process (1981)Incorporating Information fro…Role Clarity and the Salesman (1975)Role Clarity and the SalesmanCompetitive business intelligence systems (1975)Competitive business intellig…Role Conflict and Ambiguity in Complex Organizations (1970)Role Conflict and Ambiguity i…A design for the Firm's marketing nerve center (1966)A design for the Firm's marke…The industrial salesman as a source of market information (1965)The industrial salesman as a …Horizontal Information Flow: An Exploratory Study (1964)Horizontal Information Flow: …Overcoming Resistance to Change (1948)Overcoming Resistance to Chan…Investigating Factors Affecting Knowledge Sharing Intention of Salespeople (2015)Investigating Factors Affecti…Conceptualization and Integration of Marketing Intelligence: The Case of an Industrial Manufacturer (2014)Conceptualization and Integra…How salespeople facilitate buyers' resource availability to enhance seller outcomes (2013)How salespeople facilitate bu…Motivating Salespeople to Contribute to Marketing Intelligence Activities: An Expectancy Theory Approach (2012)Motivating Salespeople to Con…Stradin: A Strategic Dynamic and Interactive Decision-Making Process (1997)Stradin: A Strategic Dynamic …Signal Detection Theory and Sales Effectiveness (1994)Signal Detection Theory and S…High Technology Salespeople's Information Acquisition Strategies (1988)High Technology Salespeople's…The Theory of Social and Economic Organization. (1948)Field Theory in Social Science (1953)A study of normative and informational social influences upon individual judgment. (1955)A Relational Model of Authority in Groups (1992)Social Influence: Compliance and Conformity (2004)What's the difference? diversity constructs as separation, variety, or disparity in organizations (2007)An Analytical Approach for Evaluating Sales Territory Performance (1972)Applied Linear Statistical Models. (1975)Measuring the performance of industrial salespersons (1982)An Empirical Examination of the Impact of Salesperson Empathy and Professionalism and Merchandise Salability on Retail Buyers' Evaluations (1994)Salesperson Evaluation Using Relative Performance Efficiency: The Application of Data Envelopment Analysis (1995)Competitive determinants of organizational risk‐taking attitude: the role of strategic reference points (2002)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Customer Loyalty: Toward an Integrated Conceptual Framework (1994)Evolving to a New Dominant Logic for Marketing (2003)Are environmental scanning units effective? (1982)Information systems in marketing (1995)Measuring Export Information Use (1999)A Competitive Scenario Modeling System (1980)Delegation Technologies: Environmental Scanning with Intelligent Agents (1991)Competitive intelligence practices: A South African study (2002)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)A Path Goal Theory of Leader Effectiveness (1971)Development and validation of work-family conflict and family-work conflict scales. (1996)Meta-Analytic review of leader-member exchange theory: Correlates and construct issues. (1997)Selling and Sales Management in Action: The Sales Force's Role in International Marketing Research and Marketing Information Systems (1991)Integrating Marketing Intelligence Sources -Reconsidering the Role of the Salesforce (2006)Social Support as a Moderator of Life Stress (1976)Opinion Paper: “So what if ChatGPT wrote it?” Multidisciplinary perspectives on opportunities, challenges and implications of generative conversational AI for research, practice and policy (2023)A Path-Analytic Study of a Model of Salesperson Performance (1986)Boundary Role Ambiguity: Facets, Determinants, and Impacts (1993)Behavioral and Psychological Consequences of Boundary Spanning Burnout for Customer Service Representatives (1994)
this work references cited by second hop

References

  • 2000Marketing management: analysis. planning. implementation and control6,649 cited
  • 1970Role Conflict and Ambiguity in Complex Organizations5,257 cited
  • 1986The Bases of Social Power4,542 cited
  • 1948Overcoming Resistance to Change2,083 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1975Role Clarity and the Salesman196 cited
  • 2013Evaluation of Selling Performance: A Study of Current Practices83 cited
  • 1975Competitive business intelligence systems63 cited
  • 1966A design for the Firm's marketing nerve center62 cited
  • 1965The industrial salesman as a source of market information47 cited
  • 1982A Review of Expectancy Theory Research in Selling34 cited
  • 1964Horizontal Information Flow: An Exploratory Study33 cited
  • 1981Incorporating Information from Salespeople into the Marketing Planning Process14 cited

Cited by

  • 2012Motivating Salespeople to Contribute to Marketing Intelligence Activities: An Expectancy Theory Approach29 cited
  • 2014Conceptualization and Integration of Marketing Intelligence: The Case of an Industrial Manufacturer25 cited

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  • 1994Signal Detection Theory and Sales Effectiveness22 cited
  • 2013How salespeople facilitate buyers' resource availability to enhance seller outcomes17 cited
  • 1988High Technology Salespeople's Information Acquisition Strategies10 cited
  • 2015Investigating Factors Affecting Knowledge Sharing Intention of Salespeople7 cited
  • 1997Stradin: A Strategic Dynamic and Interactive Decision-Making Process5 cited